The Sales Operations Peer Group will transition to a Special Interest Group format in mid-2014. Special Interest Groups focus on a specific business practice or function, meeting for a pre-determined number of sessions to provide the opportunity for participants to take a “deep dive” into a topic by sharing and discussing key issues, challenges – and successful practices – around particular aspects of the central topic.

We are currently forming the first Special Interest Group in the Sales Operations area, which will focus on companies’ strategies and practices for organizing and optimizing an effective inside sales function.

If you would like to learn more about the new Special Interest Group, or are interested in participating, please contact Practice Director Roger Paulson at or 608-261-1161.

Peer Group Meeting Key Takeaways

Here are key takeaways from the July 2013 Sales Operations Peer Group meeting on New Approaches to Sales Training:

  • Use visuals to increase understanding and retention of your sales training.
  • Despite the technological capabilities for training presentations, simple visuals are most effective.
  • Provide coaching training for frontline managers.
  • Customers now turn to computers for detailed product information.
  • Offer solutions, not product attributes.

See more in the complete Key Takeaway Checklist

Watch presentations

Sales Operations Best Practice Reports
  • How to Implement an Effective Sales Process and Make It Stick
    By Roger Paulson and Matt Herkenhoff, UW-Madison Student
    Executive Summary | Full Report
  • Improving Sales & Marketing Alignment: Organizational Assessment & Action
    By Roger Paulson and Andrea Walk, UWEBC Graduate Assistant
    Executive Summary | Full Report
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